Director of Pricing & Monetization San Francisco
Pager, Yukon, OK, United States
PagerDuty (NYSE:PD) is a leader in Digital Operations Management.
About the Role
PagerDuty is seeking a Director of Pricing & Monetization to own the strategy and execution of how we package, price, and monetize our Operations Cloud platform. This role sits within our Product Development organization and reports to the VP of Product Strategy & Growth.
This is a product-first role. You'll bring the same rigor to pricing that a great PM brings to a product: deep customer empathy, structured experimentation, clear feature tiering frameworks, and a bias toward measurable outcomes. You'll also be the connective tissue between Product, Sales, Finance, and Marketing, ensuring pricing strategy translates into field execution and commercial results. This role owns the full lifecycle from recommendation to implementation to operations. You'll be the decision-maker on deal desk, discounting, and promotions in real-time.
The ideal candidate has operated at the intersection of product management and monetization in a later-stage B2B SaaS environment. You've owned packaging decisions end-to-end, built monetization infrastructure, and have the credibility to influence both product roadmaps and sales motions.
What You'll Own
Define and evolve PagerDuty's packaging architecture — tiers, feature placement, usage-based levers, and entitlement frameworks — in partnership with Product and Engineering
Build and maintain a monetization review process so product teams bring pricing strategy into roadmap decisions early, not as an afterthought
Lead SKU design and experimentation: develop frameworks for how we create, test, and iterate on packaging changes quickly and safely
Own the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — in partnership with Engineering and Revenue Systems
This person is the cross-functional decision-maker across product, design, and engineering for what we build (including feature frameworks, entitlements, and metering) for how we take products to market. Owning the full lifecycle across plan to execution and operations
Provide pricing and packaging leadership to other product teams across the portfolio
Go-to-Market Execution
Operationalize pricing for the field: discount governance, approval workflows, customer-facing messaging, and enablement materials
Lead packaging migration execution as we transition legacy customers to our modern Operations Cloud plans — including cohort strategy, field playbooks, and customer communication
This person is expected to be a cross-functional decision-maker for GTM, Technology, and Revenue Operations teams
Feedback, Analysis, and Planning
Track and report on pricing initiative performance — win rates, discounting patterns, migration progress, ARR impact by segment
Build or leverage financial modeling capabilities (in partnership with Finance) to evaluate pricing scenarios and segment-level impact
Get in front of customers regularly to pressure-test pricing assumptions and surface friction points
What You'll Build This role inherits and grows an existing pricing and monetization foundation that includes:
Billing & quoting infrastructure — core systems supporting deal execution and revenue operations, with opportunity to improve velocity and flexibility in partnership with Engineering and Revenue Systems
Pricing calculators and field tools — internal tools used by the field to size and quote deals, currently in active development
SKU architecture — a portfolio of plans spanning our legacy and modern Operations Cloud offerings, currently mid-migration
Partner with executive leadership to align pricing strategy with company-level ARR and growth targets
The opportunity is to modernize this foundation so pricing decisions and actions happen faster, and go-to-market teams have tools they trust and actively use.
You'll lead and grow an existing small team:
Pricing Analyst — supporting financial modeling and plan analysis
Pricing Manager — focused on SKU migrations and pricing execution
Technical PM / Monetization Ops — scaling infrastructure work
Basic Qualifications
10+ years in B2B SaaS in roles spanning product management, pricing strategy, and/or monetization
Demonstrated experience owning packaging architecture and feature tiering decisions — not just supporting them
Track record of running pricing experiments and measuring commercial impact
Strong cross-functional credibility with Sales, Finance, Product, and Go-To-Market leadership
Experience managing pricing change in the field — migrations, repackaging, new monetization models — with the communication skills to bring stakeholders along
Ability to mentor and grow other pricing and product roles
Preferred Qualifications
Experience at a company during transition to usage-based or consumption pricing
Familiarity with monetization infrastructure (entitlements, billing systems, SKU tooling)
Familiarity with B2B SaaS deal structures, discount governance, and revenue recognition considerations
Has led or contributed to pricing strategy at a company scaling toward $1B+ ARR
What Success Looks Like 3 months
Deep understanding of current SKU architecture, billing systems, and field pricing dynamics
Relationships established with Sales Strategy, Deal Desk, Finance, and key Product leaders
Monetization review process proposed — ensuring product teams bring pricing decisions forward early
6 months
1–2 packaging experiments launched and instrumented (e.g., new tier, usage-based pilot, feature unbundling)
Go-to-market and customer-facing pricing tools meaningfully improved — measurable increase in field confidence and usage
Discount governance strengthened — clear ownership and sign-off process for deal-level exceptions
SKU creation process improved — clear ownership, documented process, and faster turnaround
12 months
Measurable ARR impact: improved win rates on Operations Cloud, reduced discounting frequency, or accelerated legacy SKU migration progress
Monetization infrastructure roadmap in flight — billing and quoting systems have a credible modernization path
Entitlement flexibility improved — product teams can run pricing experiments with greater speed and independence
Pricing function is seen as a strategic partner across Product, Sales, and Finance
Team is performing with high agency and developing toward expanded scope
The base salary range for this position is 180,000 - 303,600 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.
Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.
Your package may include:
Company equity*
ESPP (Employee Stock Purchase Program)*
Retirement or pension plan*
Generous paid vacation time
Paid holidays and sick leave
Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
Paid volunteer time off: 20 hours per year
Mental wellness programs
*Eligibility may vary by role, region, and tenure
This role is expected to come into our San Francisco office 2 days a week, so you can thrive in your new role and fully embrace being a Dutonian!
Where we work PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we
cannot
employ candidates residing in:
Location restrictions:
Australia:
Northern Territory, Queensland, South Australia, Tasmania, Western Australia Canada:
Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon United States:
Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming Candidates must reside in an eligible location, which vary by role.
What we offer
Company equity*
ESPP (Employee Stock Purchase Program)*
Retirement or pension plan*
Generous paid vacation time
Paid holidays and sick leave
Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
Paid volunteer time off: 20 hours per year
Mental wellness programs
*Eligibility may vary by role, region, and tenure
PagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's Privacy Policy.
PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.
PagerDuty uses the E-Verify employment verification program.
#J-18808-Ljbffr
This is a product-first role. You'll bring the same rigor to pricing that a great PM brings to a product: deep customer empathy, structured experimentation, clear feature tiering frameworks, and a bias toward measurable outcomes. You'll also be the connective tissue between Product, Sales, Finance, and Marketing, ensuring pricing strategy translates into field execution and commercial results. This role owns the full lifecycle from recommendation to implementation to operations. You'll be the decision-maker on deal desk, discounting, and promotions in real-time.
The ideal candidate has operated at the intersection of product management and monetization in a later-stage B2B SaaS environment. You've owned packaging decisions end-to-end, built monetization infrastructure, and have the credibility to influence both product roadmaps and sales motions.
What You'll Own
Define and evolve PagerDuty's packaging architecture — tiers, feature placement, usage-based levers, and entitlement frameworks — in partnership with Product and Engineering
Build and maintain a monetization review process so product teams bring pricing strategy into roadmap decisions early, not as an afterthought
Lead SKU design and experimentation: develop frameworks for how we create, test, and iterate on packaging changes quickly and safely
Own the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — in partnership with Engineering and Revenue Systems
This person is the cross-functional decision-maker across product, design, and engineering for what we build (including feature frameworks, entitlements, and metering) for how we take products to market. Owning the full lifecycle across plan to execution and operations
Provide pricing and packaging leadership to other product teams across the portfolio
Go-to-Market Execution
Operationalize pricing for the field: discount governance, approval workflows, customer-facing messaging, and enablement materials
Lead packaging migration execution as we transition legacy customers to our modern Operations Cloud plans — including cohort strategy, field playbooks, and customer communication
This person is expected to be a cross-functional decision-maker for GTM, Technology, and Revenue Operations teams
Feedback, Analysis, and Planning
Track and report on pricing initiative performance — win rates, discounting patterns, migration progress, ARR impact by segment
Build or leverage financial modeling capabilities (in partnership with Finance) to evaluate pricing scenarios and segment-level impact
Get in front of customers regularly to pressure-test pricing assumptions and surface friction points
What You'll Build This role inherits and grows an existing pricing and monetization foundation that includes:
Billing & quoting infrastructure — core systems supporting deal execution and revenue operations, with opportunity to improve velocity and flexibility in partnership with Engineering and Revenue Systems
Pricing calculators and field tools — internal tools used by the field to size and quote deals, currently in active development
SKU architecture — a portfolio of plans spanning our legacy and modern Operations Cloud offerings, currently mid-migration
Partner with executive leadership to align pricing strategy with company-level ARR and growth targets
The opportunity is to modernize this foundation so pricing decisions and actions happen faster, and go-to-market teams have tools they trust and actively use.
You'll lead and grow an existing small team:
Pricing Analyst — supporting financial modeling and plan analysis
Pricing Manager — focused on SKU migrations and pricing execution
Technical PM / Monetization Ops — scaling infrastructure work
Basic Qualifications
10+ years in B2B SaaS in roles spanning product management, pricing strategy, and/or monetization
Demonstrated experience owning packaging architecture and feature tiering decisions — not just supporting them
Track record of running pricing experiments and measuring commercial impact
Strong cross-functional credibility with Sales, Finance, Product, and Go-To-Market leadership
Experience managing pricing change in the field — migrations, repackaging, new monetization models — with the communication skills to bring stakeholders along
Ability to mentor and grow other pricing and product roles
Preferred Qualifications
Experience at a company during transition to usage-based or consumption pricing
Familiarity with monetization infrastructure (entitlements, billing systems, SKU tooling)
Familiarity with B2B SaaS deal structures, discount governance, and revenue recognition considerations
Has led or contributed to pricing strategy at a company scaling toward $1B+ ARR
What Success Looks Like 3 months
Deep understanding of current SKU architecture, billing systems, and field pricing dynamics
Relationships established with Sales Strategy, Deal Desk, Finance, and key Product leaders
Monetization review process proposed — ensuring product teams bring pricing decisions forward early
6 months
1–2 packaging experiments launched and instrumented (e.g., new tier, usage-based pilot, feature unbundling)
Go-to-market and customer-facing pricing tools meaningfully improved — measurable increase in field confidence and usage
Discount governance strengthened — clear ownership and sign-off process for deal-level exceptions
SKU creation process improved — clear ownership, documented process, and faster turnaround
12 months
Measurable ARR impact: improved win rates on Operations Cloud, reduced discounting frequency, or accelerated legacy SKU migration progress
Monetization infrastructure roadmap in flight — billing and quoting systems have a credible modernization path
Entitlement flexibility improved — product teams can run pricing experiments with greater speed and independence
Pricing function is seen as a strategic partner across Product, Sales, and Finance
Team is performing with high agency and developing toward expanded scope
The base salary range for this position is 180,000 - 303,600 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.
Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.
Your package may include:
Company equity*
ESPP (Employee Stock Purchase Program)*
Retirement or pension plan*
Generous paid vacation time
Paid holidays and sick leave
Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
Paid volunteer time off: 20 hours per year
Mental wellness programs
*Eligibility may vary by role, region, and tenure
This role is expected to come into our San Francisco office 2 days a week, so you can thrive in your new role and fully embrace being a Dutonian!
Where we work PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we
cannot
employ candidates residing in:
Location restrictions:
Australia:
Northern Territory, Queensland, South Australia, Tasmania, Western Australia Canada:
Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon United States:
Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming Candidates must reside in an eligible location, which vary by role.
What we offer
Company equity*
ESPP (Employee Stock Purchase Program)*
Retirement or pension plan*
Generous paid vacation time
Paid holidays and sick leave
Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
Paid volunteer time off: 20 hours per year
Mental wellness programs
*Eligibility may vary by role, region, and tenure
PagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's Privacy Policy.
PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.
PagerDuty uses the E-Verify employment verification program.
#J-18808-Ljbffr